How do I negotiate effectively?

Negotiation Phrases * Professionally Speaking * ATi02

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Note created May 12, 2007 • Last edited May 12, 2007 by karolussher@gmail.com

5/12/07

Phrases to be used in negotiations

TYPE OF PHRASE - Classified according to speech acts	EXAMPLES OF PHRASES FOR EACH TYPE - You may look out for and more	USING THE PHRASES IN THE VARIOUS STAGES OF GRAHAM'S MODEL
ADDING A POINT OR TWO (Use these phrases when you wish to drive your arguments through.)	* Right. And I'd like to add that I haven't seen any such cases lately. * There are other things/issues/considerations; for example the price... * If we look at this from another angle (another perspective)... * There are other points to bear in mind. Firstly, we have... * Let me elaborate this further... (More formal)	* Persuasion * Concessions and Agreement
ASKING FOR CLARIFICATION OR FURTHER INFORMATION (Useful phrase for all, but very valuable for the chairperson.)	* Sorry I don't follow you completely; would you mind explaining this... * Could you be (a bit) more precise? * Could you expand on that? * Sounds quite interesting to me - could you clarify this? * Okay, so what did you mean exactly? * Could you clarify the first point please? I don't understand it completely.	(All stages)
ASKING FOR CONFIRMATION	* Basically, what you are saying is that...., right? * Could you please check this: you want to spend half the amount on... * Am I correct in assuming that the terms of delivery are... (Formal) * Could you send us confirmation by email, by Wednesday?	* Concessions and Agreement * Persuasion
AVOIDING ANSWERING	* I'm afraid I don't have the exact numbers here. * Sorry I can't discuss that at the moment. * In our case, that's confidential information. I'm sorry * I'm not quite sure. I'll see if I can get the data for you next week * Come on, Mary. You should know we can't give you that information	* Persuasion
ASKING FOR REPETITION	* I didn't quite catch that. What did you say? * Could you repeat that last point, please? Sorry, what was the figure? * Could you go over that again, please? Sorry, could you repeat that?	(All stages)
CORRECTING MISUNDERSTANDING	* Sorry, you got me wrong. It's the third door on the left * That isn't quite what I said; you see all the items we sent are... * I'm afraid there seems to be a slight misunderstanding... * We seem to be talking at cross purposes * With all due respect (name), the information is wrong (Formal)	(All stages)
EXPRESSING NEUTRAL DISAGREEMENT	* Do you really think so? * I can't say I share your view on this... * I feel I must disagree... * Well, take you point, yet I can't help feeling that... * I wouldn't say that, really. * I respect your opinion, of course, but on the other hand.. (More formal) * I wouldn't say that.	* Persuasion * Concessions and Agreement
EXPRESSING PARTIAL AGREEMENT	* Well, I agree with you on the whole, but then again it... * I agree in principle that all of us .... ; however, ... * I find it difficult to agree with you... * Well, to a certain extent I agree with you, but... * You definitely have a point there, but.. * I take you point. However, it looks to me that..	* Persuasion * Concessions and Agreement
MAKING PROPOSALS Use these phrases in FORMAL negotiations only. Avoid 'suggestion' in that case.	* I propose that... (Used in more formal situations.) * I'd like to propose that... * I hope you all agree that... * Well, don't you think we should...? * How about if we do this by changing...? * I strongly recommend that...	* Persuasion * Concessions and Agreement
PLAYING DOWN A POINT	* Yes, I take your point, but let's think of this... * OK, but that's a just minor issue. * Perhaps, but this is, after all, not a disadvantage if you..	* Persuasion * Concessions and Agreement
PLAYING FOR TIME	* That's a very interesting question, I must say... * I'm glad you asked that question, too * I'm afraid I'm in no position to comment on that... (Formal) * You have certainly raised an important point there... (More formal)	* Persuasion * Concessions and Agreement
REPHRASING A POINT	* Perhaps I haven't made myself clear * Seems I need to recap this for you (name)... * Let me just put it in another way... * To be more specific, I think the data... (More formal) * Allow me to rephrase that....(Formal)	(All stages)
REASSURING THE COMMUNICATION PARTNER	* You needn't worry about his, really. We are going to fix all the details later * Please rest assured there's no danger at all... (Formal) * You will certainly find this perspective more rewarding * We do understand your concern, it's not always easy to....	* Persuasion * Concessions and Agreement
SUGGESTING Please compare 'PROPOSALS' above!'	* So why don't we look at ways of increasing your net sales? * How about cutting the volume? * Your could always sell the the software licenses, couldn't you? * What about if we re-design the project? * Here's another way to go: Perhaps we could look at other suppliers? * What if we changed on to the payment terms? Are you willing to consider....?	* Persuasion * Concessions and Agreement